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    Best-selling and New Cases by Ben Esty

    Best-Selling Cases:  

      1) Eaton: Portfolio Transformation & Cost of... View Details

    • November 2019 (Revised January 2020)
    • Case

    Bayer Crop Science

    By: David E. Bell, Damien McLoughlin, Natalie Kindred and James Barnett
    In mid-2019, a year after German conglomerate Bayer Group closed its acquisition of U.S.-based seeds giant Monsanto, the leadership of Bayer’s Crop Science division (which absorbed Monsanto) is reflecting on the opportunities ahead. Some observers have questioned... View Details
    Keywords: Agribusiness; Research and Development; Innovation and Invention; Innovation Strategy; Mergers and Acquisitions; Consolidation; Customer Value and Value Chain; Change Management; Agriculture and Agribusiness Industry; Technology Industry; United States; Germany
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    • October 2014 (Revised November 2016)
    • Technical Note

    Customer Lifetime Value (CLV) vs. Customer Lifetime Return on Investment (CLROI)

    By: Elie Ofek
    This note presents two related measures for assessing the financial value of a customer to the firm. The first is the well-known measure of Customer Lifetime Value, or CLV for short. The second, which has received much less attention, treats the acquisition of a... View Details
    Keywords: Customer Lifetime Value; Return On Investment; Segmentation; Social Networks; Customer Relationship Management; Marketing Strategy; Investment Return; Social and Collaborative Networks; Social Media
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    • January 1987 (Revised May 1989)
    • Case

    Merck-Banyu

    By: Timothy A. Luehrman
    Merck acquired control of Banyu in 1983. This was the first acquisition by outsiders of a major publicly traded Japanese company. This case is focused on valuing strategic investments in an environment of global competition. The case is complex because of the... View Details
    Keywords: Acquisition; Investment; Globalization; Governing Rules, Regulations, and Reforms; Industry Structures; Negotiation Deal; Public Ownership; Competition; Valuation; Japan
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    • January 1998 (Revised April 1998)
    • Case

    Lincoln Electric: Venturing Abroad

    By: Christopher A. Bartlett and Jamie O'Connell
    Lincoln Electric, a 100-year-old manufacturer of welding equipment and consumables based in Cleveland, Ohio, motivates its U.S. employees through a culture of cooperation between management and labor and an unusual compensation system based on piecework and a large... View Details
    Keywords: Acquisition; Restructuring; Transformation; Construction; Compensation and Benefits; Management; Market Entry and Exit; Labor and Management Relations; Competitive Advantage; Expansion; Manufacturing Industry; Ohio
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    • January 2008 (Revised March 2009)
    • Case

    Framedia (A) Abridged

    By: Li Jin, Carliss Y. Baldwin, Li Liao, Huabing Li and Jielun Zhu
    Examines an acquisition in the highly competitive outdoor media advertising industry in China in late 2005. The transaction leads to eventual consolidation of the whole industry and positive stock reactions. Discusses equity consideration in the context of an M&A... View Details
    Keywords: Mergers and Acquisitions; Venture Capital; Equity; Private Equity; Corporate Governance; Emerging Markets; Organizations; Consolidation; Valuation; Advertising Industry; China
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    • February 2019
    • Case

    Lisa Thomas at LaMont Engineering

    By: Boris Groysberg and Carrie A. Blair
    The case details the challenges faced by Lisa Thomas of LaMont Engineering after the company is acquired by Munday Consultants, Inc. Thomas, who supported the acquisition, was asked to chair a team charged with implementing the changes necessary to make the acquisition... View Details
    Keywords: Mergers and Acquisitions; Integration; Leadership; Organizational Change and Adaptation
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    • June 2014 (Revised January 2017)
    • Case

    Focus Financial Partners and the U.S. RIA Industry in 2014

    By: Luis Viceira and Emily A. Chien
    In the Spring of 2014, Rudy Adolf, CEO and founder of Focus Financial, and the two other co-founders of the firm are considering alternative growth strategies to solidify Focus Financial's position as a leading aggregator of independent wealth management firms in the... View Details
    Keywords: Financial Management; Growth and Development Strategy; Business Model; Financial Services Industry
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    • 28 Jun 2011
    • First Look

    First Look: June 28

    portfolio strategy that takes advantage of this straightforward vs. complicated information processing classification yields returns of 118 basis points per month. Consistent with processing complexity driving the return relation, we... View Details
    Keywords: Sean Silverthorne
    • January 2017
    • Case

    Where Should Pat Gelsinger's Time Go?

    By: Raffaella Sadun
    Pat Gelsinger, CEO of VMware, is deciding how to structure the firm presence in cloud computing. He can pursue the opportunity in multiple ways: doubling down the investments in an internal and nascent cloud offering, partnering with established third parties, or... View Details
    Keywords: CEO Time Use; Corporate Strategy; Time Management
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    • October 2000
    • Case

    CDNow (A)

    By: Stephen P. Bradley, Christina Akers and Howard Reitz
    With CDnow's acquisition of N2K's Music Boulevard web site, this case deals with capturing value in the music industry with online sales. CDnow has the advantage of being one of the exclusive music online retailers on AOL but faces fierce competition from Amazon.com.... View Details
    Keywords: Marketing Strategy; Distribution Channels; Competition; Competitive Strategy; Value Creation
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    • November 2023
    • Case

    Tata Group in 2021: Pursuing Profits through Purpose

    By: Tarun Khanna, Krishna G. Palepu and Vidhya Muthuram
    October 8, 2021: Tata Sons won a bid to acquire India’s national carrier Air India, marking the airline's return to its original owners after 68 long years. The winning bid of $2.4 billion gave Tata Sons full ownership of the airline and its coveted network of 6,200... View Details
    Keywords: Corporate Strategy; Mission and Purpose; Corporate Social Responsibility and Impact; Emerging Markets; Mergers and Acquisitions; Ownership; Air Transportation; Air Transportation Industry; India
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    • September 2019 (Revised June 2020)
    • Case

    Othellonia: Growing a Mobile Game

    By: Eva Ascarza, Tomomichi Amano and Sunil Gupta
    In the summer of 2019, Yu Sasaki, Head of the Game Division of DeNA, a Japanese mobile gaming company, is evaluating various growth strategies for its recent game Othellonia. Sasaki needs to decide if he should focus on customer acquisition, retention, or monetization. View Details
    Keywords: Targeting; Retention/churn; Freemium; Monetization; Customer Relationship Management; Games, Gaming, and Gambling; Mobile and Wireless Technology; Growth and Development Strategy; Marketing; Customers; Marketing Strategy; Retention; Acquisition; Entertainment and Recreation Industry; Japan
    Related
    • July 2005 (Revised September 2016)
    • Case

    24 Hour Fitness (A): The Rise, 1983–2004

    By: John R. Wells, Elizabeth A. Raabe and Gabriel Ellsworth
    In October 2004, Mark S. Mastrov, CEO of 24 Hour Fitness, reflected on how far his company had come in just over 20 years. From humble beginnings in 1983 in San Leandro, California, 24 Hour Fitness had grown to become the largest privately-owned health-club chain in... View Details
    Keywords: 24 Hour Fitness; Mark Mastrov; Health Clubs; Fitness; Gyms; Chain; Weight Loss; Exercise; Personal Training; Retention; Sales Force Compensation; Incentive Systems; Buildings and Facilities; Business Growth and Maturation; Business Model; For-Profit Firms; Customers; Customer Focus and Relationships; Customer Satisfaction; Private Equity; Revenue; Geographic Scope; Multinational Firms and Management; Nutrition; Business History; Employees; Recruitment; Selection and Staffing; Human Capital; Business or Company Management; Goals and Objectives; Growth and Development Strategy; Marketing; Operations; Service Operations; Private Ownership; Problems and Challenges; Sales; Salesforce Management; Sports; Strategy; Business Strategy; Competition; Competitive Advantage; Competitive Strategy; Corporate Strategy; Expansion; Segmentation; Information Technology; Internet; Technology Platform; Web; Web Sites; Capital Structure; Performance; Organizational Structure; Organizational Culture; Health Industry; United States; California; San Francisco
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    • November 1996 (Revised March 2001)
    • Case

    Sime Darby Berhad (A): 1995

    By: Tarun Khanna, Michael Y. Yoshino and Danielle J. Melito
    Sime Darby is one of South Asia's largest regional conglomerates. In 1995, it is contemplating entry into the fast-growing financial services sector in Malaysia through the acquisition of a Malaysian bank. This is in keeping with its activities mirroring those of the... View Details
    Keywords: Acquisition; Business Conglomerates; Economy; Capital Markets; Emerging Markets; Business and Government Relations; Corporate Strategy; Value Creation; Financial Services Industry; Malaysia
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      Malcolm S. Salter

      Malcolm Salter has been a member of the Harvard Business School faculty since 1967. His teaching and research focus on issues of corporate strategy, organization, and governance.

      In addition to teaching at HBS, he has held faculty positions at the Harvard... View Details

      Keywords: arts; automobiles; energy; investment banking industry; retailing; venture capital industry
      • August 2009
      • Case

      Nomura's Global Growth: Picking Up Pieces of Lehman

      By: C. Fritz Foley and Linnea Meyer
      What issues commonly arise in international financial management? Kenichi Watanabe and Takumi Shibata, CEO and COO of Nomura Holdings Inc., one of the leading investment banks in Asia, have the opportunity to expand their firm internationally through the acquisition of... View Details
      Keywords: Mergers and Acquisitions; Insolvency and Bankruptcy; Investment Banking; International Finance; Cross-Cultural and Cross-Border Issues; Expansion; Financial Services Industry; Japan
      Related
      • 09 Feb 2015
      • Working Paper Summaries

      Cashing Out: The Rise of M&A in Bankruptcy

      Keywords: by Stuart Gilson, Edith Hotchkiss & Matthew Osborn
      • January 2015 (Revised October 2016)
      • Case

      onefinestay: Building a Luxury Experience in the Sharing Economy

      By: Jill Avery, Anat Keinan and Liz Kind
      onefinestay was a two-sided marketplace that offered high-end home rentals to travelers who sought a more authentic and local experience than a typical upscale hotel might provide. After five years of rapid growth, it was time to do a comprehensive analysis of the... View Details
      Keywords: Luxury Goods; Brand Building; Brand Management; Hospitality; Hotels; Digital Marketing; Brand Positioning; Luxury Service; Airbnb; Sharing Economy; Collaborative Consumption; Disruptive Business Model; Travel; Alternatives To Hotel; Branding; Customer Service; Exceeding Consumer Expectations; Client Acquisition; Reputation Management; Word Of Mouth; 2-way Business Model; Marketing; Marketing Strategy; Brands and Branding; Luxury; Disruption; Business Model; Entrepreneurship; E-commerce; Accommodations Industry; Tourism Industry; Travel Industry; United Kingdom
      Related
      • February 1999
      • Case

      PDVSA & Citgo (B): Fully Integrated?

      By: Ashish Nanda
      Concerned that Citgo investments are not yielding sufficient returns, PDVSA constrains Citgo management's autonomy, leading to Citgo senior management turnover. The case closes with Citgo's new CEO reflecting on what he needs to do to align Citgo's strategy and... View Details
      Keywords: Business Subsidiaries; Mergers and Acquisitions; Alignment; Energy Sources; Energy Industry
      Related